Respondents: TongTech Vice President Xu Zhidong
Interviewer: China's Tian vertical ring network software
TongTech Vice President Xu Zhidong
Orient Technologies since its inception in 1992, has been engaged in middleware and VSP (Vertical Solution Package) software, such as infrastructure development and technology promotion, for the growth of domestic technology software has laid a good foundation. In the past 15 years, the East through direct sales model has been adopted. 2007 began, the East through clear their goals and start the transition to the product company established distribution system, complete from the pure direct sales model to the distribution pattern of the conversion. Beijing New Poly Information Technology Co., Ltd. as Eastern thought through the first distributor to complete the internal part of the market, then pass to open up further to help the East European market. In 1980, SYNNEX in the United States was founded as the world's largest IT product supply chain integrator, working to assemble electronic products, service, distribution and e-commerce, ranking among the top 50 distributors in the third bit. SYNNEX in December 1999 established a wholly-owned investment in Beijing - Beijing New JUCCCE Information Technology Co., Ltd. (SYNNEX-China).
The cooperation of both sides can further regulate the market, so that business processes more clearly, responsibilities, rights and interests further clarified. In China, only a few software companies making the product the company's transformation, and for new ideas such internationally renowned polymer distributors, the domestic software enterprises in cooperation with the first of its kind. For the bilateral cooperation, which each are constantly explored. Eastern end of the year through 2-3 at home to reach the sole distributor, in order to better complete the distribution model and the market has also conducted a series of adjustments to actively cooperate with the distribution pattern of development. Ongoing recruitment of two distributors. Next, in cooperation with partners, will further attention, A-level strategic partnerships for projects underway, in various regions and industries to find the top ten enterprises in the relevant cooperation. This distribution pattern is the first step SI in the field, hope by the end of 2007 to reach this goal.
Internal adjust to changes in distribution patterns
The East through the direct sales model to the distribution pattern of the change process, acknowledges the Hui short-term margins are the result falls, firms seem to have better pressure, the product demands would increase, But understand that if integrase new channel model will be to lead to further upgrade the East Pass. In order to adapt to channel changes, the East Pass were also in many fields within a certain amount of adjustment. First, in product areas, will enable the product coding system. Second, at the technical level has also been adjusted accordingly. Once again, set the product, will have R & D, Products, Consulting parallel up several departments. Meanwhile, sales have fundamentally changed, the original sales ideas, sales model, sales practices, require a corresponding increase. With the company's entire business process changes, the market focus has shifted, the East Pass will pay more attention to branding. Of course, in detail, but also a lot of adjustments, which will be the East through the future focus of work for some time.
The brand will not give up services
Distribution system set up, the East will continue their service through the advantage, the content and type of change does not occur. And the corresponding expansion, such as customer service center for a 400 number, to achieve a 7 X 24 hotline service. Distribution system set up, I believe the product will promote the East through the government, transportation, energy industry coverage. Meanwhile, the establishment of distribution system, making the East through the existing sales force to better serve large customers and key customers. In the future, the East Pass will be more focused on product refinement, practical, easy to use technology to make products more suited to the characteristics of Chinese enterprises.
National software can do better
In the market, the East Pass and IBM, BEA than winning or losing each other. First, the channel construction, the East through relatively late start, IBM, BEA has an earlier start, more mature channel construction. Hope that in 2007, the East through the construction of the channels will catch up with IBM, BEA. From the product perspective, based middleware products, in particular messaging middleware, IBM middleware products whose sales account for 40%, 30% pass in the east, is a very important one. Currently the East Pass is backward, hoping to catch up with IBM. Transaction middleware products, has been a major market share BEA, IBM shares very little hope of a place in the East Pass. The integration of products, since the application of different users, different requirements, the East Pass and the competitors are in the exploratory stage. Of course, the East through more IBM, BEA or brand on a certain gap, this will be the East through the future development goals, as the nation as middleware software for the field of international brand.
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